• March 29, 2024
 Judge’s Spotlight – Professor Ian Cooper

Judge’s Spotlight – Professor Ian Cooper

International author and business development expert Professor Ian Cooper is set to appear on the judging panel at the first ever British Wills and Probate Awards this October.

A well-known speaker within the business and legal communities, Ian has over three decades of experience in delivering specialist advice to firms and is well placed to assess which professionals and practices really stand out from the crowd.

Speaking exclusively to Today’s Wills and Probate, Ian revealed what advice he would give to professionals in the sector who are looking to take their business to the next level.

After 34 years of advising over 900 firms of all sizes on their business development issues and personally training several thousand lawyers, I have one major simple piece advice for wills and probate professionals who want to take their business to the next level: 

“Client and customer service is the ultimate business development and marketing tool! 

“There is much more to being a great lawyer than being great at the law! Private client practitioners need to understand that how successful they are in business, will be a direct reflection of their interpersonal ‘soft skills’ in dealing with clients and potential clients. 

“Getting to know clients; building a rapport with them; sharing on a personal level their family concerns; and being practical and solutions focused are just some of the attributes that will make clients keep coming back for more and enthusiastic to spread positive word of mouth. This is how private client lawyers increase their business success. 

“Too many lawyers fail to understand the difference between quality of legal work and quality of service delivery. In the eyes of most clients, the former is a given and it is the latter that in business terms creates a differential advantage!”

The British Wills and Probate Awards will take place on the 18th October at The Palms Conservatory, Ardencote, where the winners will be announced and rewarded with a sumptuous gala dinner. There’s plenty of time to enter, and it’s free, so make sure you put your firm forward to be in with a chance of winning!

You can also be part of the awards if you’re looking for a unique way to boost your company’s brand exposure – why not take a look at our sponsorship opportunities – click here to find out more.

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